Define a fixed composition of account types within each territory. You can use account mix to specialize reps by industry, manage new hire assignments, or ensure each territory contains a defined ratio of prospects to customers.
Best practices
When you add account mix as a balancing criterion, the system uses a mathematical model to calculate the maximum number of accounts any territory can hold while maintaining the required percentages. The number of accounts that end up in each territory depends on the total number of accounts of each type that are available and the predetermined mix percentage you set.
The lowest calculated value across all groups becomes the bottleneck, which limits the total number of accounts in each territory book and extra accounts are moved to the unassigned node rather than altering the specified percentages. The percentage mix is honored above all else.
Within each group, account distribution is random. There is currently no way to set a sort order (for example, sort by ARR) within the distribution.
Combine account mix only with minimize disruption: Other balancing or weighting criteria risk overriding the chosen percentages. The recommended configuration is to use account mix with only minimize disruption, which helps reps keep their existing accounts while still enforcing the percentage mix.
Consider criteria order carefully: Account mix does not have to be the first criterion in the stack, but placing other criteria above it can compromise the guaranteed percentage results.
There is no limit to the number of groups: You can create as many account groups as needed. Groups are prioritized in order. If filter criteria overlap between groups, the higher-listed group is evaluated first.
Changing the number of territories resets distribution settings: If you change the territory count after setting the distribution mix, the account mix table drops the settings and must be reconfigured.
No built-in diagnostic report: There is currently no diagnostic report to show the number of accounts that would fall into each group before running the plan. Build a report outside the feature to support your setup.
Add account mix criteria
In the Balancing Criteria field, click Add Criteria.
Select Account Mix.
Complete the remaining sections for Smart Plan.
Click Save & Exit.
Create groups
Groups in account mix let you define segments of accounts by an attribute (like industry or customer tier) and set percentage targets for how those segments should be distributed across territories. For example, you could create a group for Industry and set each territory with 40% Healthcare, 35% Finance, and 25% Retail. The system then enforces those ratios when assigning accounts to territories.
Note
You must have a minimum of one group to set distributions.
In the Group & Filtering section, click Set Criteria to define the types of accounts you will be mixing.
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Click Add Group.
In the Name field, type a name for the group.
Use the filter builder to add conditions that filters the criteria included in the territory balancing specific to that group.
Optional. Add more groups and criteria as needed.
Click Save & Exit.
Set distribution settings
When you create an account mix group, you define buckets for each attribute value. For each bucket, you set a distribution percentage (these must total 100%). The system strictly enforces those percentages per territory.
In the Distribution Settings section, click Set Distribution Settings.
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On each territory row, type the number you want to split the focus on for each group. The total of each row must equal 100%.
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Click Save & Exit.
Account mix examples
Specialize reps by industry
Scenario: Your sales team covers three industries — Retail, Manufacturing, and CPG. You want each of your three reps to focus primarily on one industry while still having exposure to the other two.
Configuration:
Number of territories to build:
3Groups: Create three groups:
First group:
Name:
RetailFilter criteria:
[Industry] Equals ‘Retail’
Second group:
Name:
ManufacturingFilter criteria:
[Industry] Equals ‘Manufacturing’
Third group:
Name:
CPGFilter criteria:
[Industry] Equals ‘CPG’
Distribution settings:
Territory 1 (Retail focus):
Retail 70%|Manufacturing 15%|CPG 15%Territory 2 (Manufacturing focus):
Retail 15%|Manufacturing 70%|CPG 15%Territory 3 (CPG focus):
Retail 15%|Manufacturing 15%|CPG 70%
How do you want to treat unassigned accounts?:
Leave them in unassigned node
Result: Each territory receives 70% of accounts from its primary industry and 15% from each of the other two. If one industry has fewer accounts than needed to fill the 15% allocation across all territories, the system reduces the total accounts per territory to maintain the percentage split and moves the extras to the unassigned node.
Manage new hire assignments
Scenario: You have a team of four reps—three experienced and one new hire. You want the experienced reps to carry more Tier A (high-potential) accounts while the new hire ramps on Tier B accounts.
Configuration:
Number of territories to build:
4Groups: Create two groups:
First group:
Name:
Tier AFilter criteria:
[Account Tier] Equals 'A'
Second group:
Name:
Tier BFilter criteria:
[Account Tier] Equals 'B'
Distribution settings:
Territory 1 (experienced rep):
Tier A 60%|Tier B 40%Territory 2 (experienced rep):
Tier A 60%|Tier B 40%Territory 3 (experienced rep):
Tier A 60%|Tier B 40%Territory 4 (new hire):
Tier A 20%|Tier B 80%
How do you want to treat unassigned accounts?:
Leave them in unassigned node
Result: The three experienced reps each receive a book weighted toward high-potential Tier A accounts. The new hire receives a book that is 80% Tier B accounts to ramp on, with limited Tier A exposure. If the Tier A pool cannot fill the 60% allocation for all three experienced territories, the system reduces territory size and moves extra accounts to the unassigned node to preserve the mix.
Enforce a prospect-to-customer ratio
Ensure each territory contains a defined ratio of prospects to customers. For example, if customers require a minimum number of existing customers per territory, you can enforce a split such as 90% prospect and 10% customer across all books.
Scenario: Your sales team needs each territory to include existing customers for retention and upsell opportunities alongside a larger pool of prospects. You want to guarantee every territory has at least 10% customers.
Configuration:
Number of territories to build:
4Groups: Create two groups:
First group:
Name:
CustomersFilter criteria:
[Type] Equals 'Customer'
Second group:
Name:
ProspectsFiltered by
[Type] Equals 'Prospect
Distribution settings:
Territory 1:
Customers 10%|Prospects 90%Territory 2:
Customers 10%|Prospects 90%Territory 3:
Customers 10%|Prospects 90%Territory 4:
Customers 10%|Prospects 90%
How do you want to treat unassigned accounts?:
Leave them in unassigned node
Result: Each territory receives a book where 10% are existing customers and 90% are prospects. If there are not enough customers to fill the 10% allocation across all four territories, the customer pool becomes the bottleneck. The system reduces the total accounts per territory to maintain the 10/90 split and places remaining prospects in the unassigned node.